One of the worst things you might ask your prospective client in a first meeting is "What is your problem?" or "What are your pain points?” Without realizing it, you have lowered your status in your client's eyes. Instead of showing up as an authority and expert, you are ...
In sales, the word churn means losing a client. Your churn rate is the percentage of revenue you lost due to clients leaving.
There are several ways you might build and manage a territory as a sales manager or sales leader. You want to make certain ...
There is research indicating that salespeople spend very little time actually selling. Various studies show that they spend ...
The legacy approach to sales and marketing strategy continues to harm sales organizations and salespeople. These sales and ...
If there were a popular qualifying strategy that would offend your prospective clients while also projecting that you and ...
Transaction selling, relationship selling, partnership selling, consultative selling… If you’re a sales manager, you’ve ...
Selling isn't the easiest craft to learn. In B2B sales, selling is a series of complex, dynamic conversations about change ...
There are a lot of books and programs about negotiating, and you can learn something useful from any of them, but many of ...
There are people who believe management and leadership are the same, but this is not true.
Ne·go·ti·a·tion: A discussion aimed at reaching an agreement. Though this dictionary definition is technically correct, any ...
How would you like for coldcold calling to become the best part of your job?
At the beginning of the new year, your company will dole out your new quota. Your quota is a goal your company sets for you, ...
A sales pitch presentation is to a salesperson as peanut butter is to a PB & J sandwich. That is to say, it’s not the ...
Would you be interested if I said I had the key to higher employee retention, improved performance, and better workplace ...
The sales industry is shifting. In 2007 it took an average of around four calls to reach a prospect. Today, it takes eight. ...
B2B sales has never been more complex or more challenging. From buyers who decide they prefer a salesperson-free buying ...
When sales leaders suggest that sales training doesn't work, they are referring to the check-box training you often find in ...
Of all the sales metrics, sales volume is one of the biggest. Whether your product costs one dollar or ten thousand dollars, ...
As a sales manager, you’re used to having all kinds of conversations with sales leadership, including forecasting and ...
The current state of sales is not good, and if we continue down this path, it will only worsen. Key failures are taking ...
